For service providers to succeed, they need to win business from enterprises. To win deals, the enterprise provider sales force needs to understand how the enterprise makes buying decisions.
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Enterprise Services Decision Maker Insights – 2022
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The Analyst Team
Brian Washburn
Follow AnalystChief Analyst, Telco B2B Solutions
Brian is a chief analyst for Omdia’s Telco B2B Solutions Intelligence Service, which covers enterprise networks and wholesale services, workspace services, and digital enterprise services practices. His current focus areas include B2B AI traffic requirements and telco B2B AI monetization, managed SD-WAN/SASE, network as a service, virtualized network services, and B2B connectivity and interconnection to data center and cloud resources.
Brian has explored communications and networking services for more than 30 years. His analyses examine how enterprises buy and use network and related managed services, as well as how providers can build, market, sell, deliver, and operate their services for enterprises most effectively.
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Camille Mendler
Follow AnalystResearch Director, Telco B2B
Camille Mendler has more than 25 years' multi-disciplinary experience in the digital economy and a global remit to anticipate key shifts in B2B demand patterns with a current focus on how 5G is disrupting enterprise ecosystems.
Her consultancy projects solve go-to-market challenges: identifying buyer segments, creating effective value propositions, and determining sales channel mix. Areas of expertise include managed and professional services, cloud and SaaS, and private networks.
During her tenure at Omdia, Camille has launched SoHo and SME and Enterprise Verticals intelligence services. She serves as a judge for the GSMA’s GLOMO Awards and TM Forum’s Excellence Awards.
Camille has advised organizations including the International Telecommunications Union, Open Society Foundations and World Bank. She has also worked as a telecom contract negotiator, expert witness in dark fiber matters, and technology journalist.
Camille won a research fellowship in Russian Area Studies from Georgetown University and holds a bachelor’s degree in journalism and Russian from Northwestern University.
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